Knowledge - how to build rapport in sales with 3 simple skills

We have all heard the old sales Maxim ：" People buy things from people they like ". and , A large number of social science studies support this view .

We all have heard the old sales adage: “People buy from people they like.”

Why is that ？

When you have a good relationship with a client , You tend to have more influence over the customer . This means that customers respect your experience and advice , They are more likely to value your contribution to the decision-making process , Such customers become " long-term " Customers have greater opportunities .

We have all heard the old sales Maxim ：" People buy things from people they like ". and , A large number of social science studies support this view .

We all have heard the old sales adage: “People buy from people they like.”

Why is that ？

When you have a good relationship with a client , You tend to have more influence over the customer . This means that customers respect your experience and advice , They are more likely to value your contribution to the decision-making process , Such customers become " long-term " Customers have greater opportunities .

One of the fastest and most effective ways to build sales relationships is to build rapport . Harmonious relationship makes communication go smoothly , Because it can make people calm . Sometimes , This happens naturally , You may get along with someone at once . This is usually the beginning of friendship . Sometimes you build rapport with someone , Need to be more careful .

Three simple tips can help you quickly build rapport with your customers ：

Mirroring and matching Mirroring and matching

Find common ground Finding common experiences

Listen actively Active listening

#1 Mirroring and matching

Mirroring and matching are based on such a logic , That is, people like people who are similar to themselves . conversely , When there are few similarities and many differences between two people , It will be more difficult to establish a relationship with that person . You can quickly build rapport with customers through mirroring and matching .

- body language . for example , If the customer sits down and crosses his legs , You have to do the same . This sends a positive subconscious message , That is, you are paying attention to all their communication （ In this case it is nonverbal communication ）, This kind of communication is very important , And show that you and he are in the same camp .

- voice ： The reason for mirroring and matching body language also applies to mirroring and matching someone's speaking rhythm and volume . Of course , Be careful not to unconsciously imitate their accents .

- communicate / Style . People communicate and process information in different ways . Some people are activists , Result oriented (action-oriented and results-driven), These types of customers focus on the things themselves . Other customers may be a kind of emotional communication / Processing mode , So they like to build a relationship by chatting a lot before closing a deal . Some customers are analytical , Focus on data , These customers need facts and data to speak , I don't like gossiping . Identify your customer's communication / Handling style , And adjust the way you communicate , Critical to building rapport .

It should be noted that , Mirroring and matching techniques work at the subconscious level . Obviously , Customers will not trade because you mirror and match their body language during the meeting ; However , They may feel more... About you " comfortable ", And therefore more willing to understand your solution .

#2 Look for common experiences

Another powerful relationship building skill is finding common experiences with customers , Then bring these up in the conversation . This is what we do when we first meet someone , Talk about the weather 、 Sports or current events . This is a quick way to build , But make sure you don't just focus on this step -- If you don't reflect and match your customers , Customers will not feel that your relationship is natural or sincere .

Now? , social media （LinkedIn、Facebook、Pinterest） Internal sales representatives have been asked （ They don't have the benefit of visiting customers in person ） It is also easy to quickly discover common experiences with customers . Through social media , Any salesperson can study their customers in a timely manner , Find potential common experiences , Such as professional background 、 Current working conditions 、 educational background 、 Hobbies, etc .

#3 Listen actively

The third strategy for building rapport is active listening . You know what? , Studies have shown that , We only remember what we heard 25%-50% The content of ？ That means we missed up to 75% What the customer said !   Active listening is a basic sales communication skill , Not only is it important to build relationships , And important for all other aspects of sales .

Active listening is more than just listening . Hearing is the physical process of transmitting sound waves to the brain ; And active listening means that you really stop thinking for a while , To understand what you hear . When customers perceive that you are actively listening to them , They feel important , To be understood , Be appreciated , Be respected .

In order to be a good active listener , What you need to do is ：

- Listen for the purpose of understanding . It means , As a seller , You should change the pattern , Take your attention away from " Promote " Your product becomes really trying to understand each other .

- Completely focused on listening . Don't be distracted ! The word positive means , You listen so intently to others , So you can't send email at the same time 、 Check your phone or do other things .

- Ask questions . The goal is to make sure that you really understand what the speaker means , And show that you are listening .

- summary . This technique , Really distinguish a great listener from others . It is one thing to be able to repeat the main points of what has been said , This is also important . But when you feed back what you understand to the speaker , The speaker will feel heard , And be understood at a deeper level .

Building strong relationships with customers is the foundation of successful sales , And a good relationship begins with developing a harmonious relationship .

Remember these three techniques , It will be of great help to you .

Reference resources ：

How to Build Rapport in Sales With 3 Simple Techniques